Distributors

Vendors

Infotronics has signed new deals with SonicWall, Advent Net and Replify

Infotronics has given its vendor line-up an overhaul, signing new deals with SonicWall, Advent Net and Replify. It has also cut ties with Data Domain and Acronis.

Infotronics technical director, Phil Lancaster, said the distributor had experienced 34 per cent growth compared to last year.

“We’re in an interesting position because we’re introducing products into the market that haven’t been seen,” he said. “Some of them work well for us and some don’t in this market. We see that continually happening, especially with products like SonicWall, where there’s a great deal of opportunity for growth.”

“It took a fair bit of time for them to work out what they wanted to do. They were then able to talk to us about being a distributor for their broader range,” Lancaster said. “They’re a great complement to our efforts around helping people pull together a complete solution and deliver applications remotely, whether it be via virtual desktop or terminal services. It gives us that security and connectivity component as far as physical equipment goes.”

Replify’s WAN optimisation technology had been built around virtual appliances, Lancaster said, and fitted into Infotronics’ VMware and virtualisation push.

“It’s rapidly moving its way up as some of our most popular products,” Lancaster said. “We’re actually through a formalisation process and we’ve got six partners that are regular Advent Net sellers. We’ve got a trainer coming out to start doing a certification process for the different levels of dealers.”

While Infotronics was bringing on some vendors, Lancaster said he had opted to part with Data Domain and Acronis.

“Data Domain had a number of direct partners and another distributor and it just wasn’t working for either of us,” he said. “Acronis is a great product, and the people were great to deal with, but it just wasn’t fitting in with our market particularly well. We agreed to part ways.”

Acronis general manager, Bill Taylor-Mountford, said he would leave the door open for Infotronics if it wanted to work on specific opportunities. Acronis is also distributed by SAN Systems, Datastor and Manaccom.

“We both got on really well, but it didn’t seem to work,” he said. “Phil has good partners and if he has specific requirements then we’ll deal with them on a select basis.”

Slideshows

ARN Connect - How can partners create customer value through cloud and security?

This exclusive ARN Connect event, in association with Juniper Networks and Westcon-Comstor, deep dived into the key customer priorities during the next 12 months, outlining emerging partner opportunities while drawing up a blueprint for cloud and security success.

Selling beyond the CIO – How partners can influence the new breed of tech buyers

This ARN Roundtable, in association with Oracle, highlighted the emergence of a new breed of technology buyer, assessing how partners can engage outside of IT, and the skills required to sell across new business units.

Copyright 2018 IDG Communications. ABN 14 001 592 650. All rights reserved. Reproduction in whole or in part in any form or medium without express written permission of IDG Communications is prohibited.